When you’re starting the Customer Development phase for your startup (idea), the question of whether or not you should provide some type of incentive to people to get them to talk to you often comes up.

Back in the summer of 2014 I did a book giveaway using the KingSumo Giveaways plugin created by Noah Kagan and his army of awesomeness at the Sumo Brands.
Tons of people have asked me to share the results… and I will. But this post is about the … [Continue reading]

On my last trip home from San Francisco, I was standing in the longer-than-usual security line at SFO, patiently waiting my turn, when I heard a lady asking people if she could cut in line “because she’s going to miss her flight.”
As she moved … [Continue reading]

Mention Customer Success for SaaS companies, and the discussion almost always goes to usage data.
And it makes sense; as a SaaS vendor you (should) have amazing visibility into your users’ and customers’ actual use of your product.
In fact, it … [Continue reading]

I hear complaints about people "gaming the system" or otherwise abusing SaaS Free Trials all the time.
They're signing-up with alternative email address to get more time in the trial, they're sharing logins to keep from exceeding the number of … [Continue reading]

The other day during a Clarity call, a CEO of a SaaS company asked me something that I've never been asked before:
"What's your philosophy around SaaS?"
I wasn't sure what he was looking for exactly, but I had an immediate, gut-level response: … [Continue reading]